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Is Your Company Getting Hotter?
Greetings!
We are moving rapidly through the year and the summer is almost upon us. Now, that you have planted seeds for your business growth during the spring, are you preparing to harvest them in the summer. Timing is everything. But, how do you know what time is the right time. Read the main article for some tips on timing. CFR Seminars is planning a second event, Building Your Business To Grow, Starting Now for June 25 in Oxnard. It will build and expand on the successful event held May 21, Building Your Business to Last and take off from there. Click Here for more information or to register. |
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Timing is Everything 
Over the years, our company has had to learn the hard way as to when and how to approach prospects. One thing we learned that is invaluable, "you cannot encourage a prospect to become a client or customer if they are not ready." All of the sales techniques in the world will bite you in the tale if you sign a new client or force a sale before the customer or client is ready.
One strategy that has proven extremely effective and the one that successful companies understand is to fill your sales funnel as full as it can go. Then the emphasis is not on closing, but in making the offer and when the customer or client is ready, they will literally call you. Boy, you say, wouldn't that be nice! Well, it is possible if you focus and spend your energy on putting prospects in the sales funnel and do an EXCELLENT job of preparing them to become clients or customers.
What we have observed is the Law of Gravity is in effect during the sales cycle. If the funnel is full enough, the clients and customers will literally begin popping out of it. Just imagine a funnel, you can continue filling it and when it is full enough, it either runs over the top edges and comes out the bottom or it just continues flowing out of the bottom. That is the ideal sales cycle.
So, in essence, what we are saying, is that it really has nothing to do with timing and everything to do with filling the sales funnel and allowing the The Law of Gravity to take over. So, spend your time, effort, energy and money in filling your funnel full and watch it begin to produce the kinds of results you have longed for.
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CFR Specials
Live Event CD series, Special Offer  |
CFR Seminars is proud to offer a tremendous special on our first ever CD series. This three CD recording is from our live event held in 2009 with live business coaching and teaching. For a limited time, through June 30, 2010, you can purchase this series and get two Free CD's featuring a live interview with Robin Robbins and a live interview with William Osgood on the importance of Core Values and how they affect everything you do in business. Visit Here to purchase!
Also, if you like the format or opportunity this newsletter provides, you can get a 60 day FREE TRIAL by clicking here. You get up to 500 contacts included in the trial. Did you know that you can buy books right off of the CFR website by clicking here and SAVING big? |
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Selection and Retention of STAR Employees (cont)
How do you determine if the candidate you are talking to is the right one? Is it the Core Values we have emphasized? Is it experience? Is it their ability to communicate with you? Or, do you have to like them?
Well, guess what?
Well, as you can imagine, it is all of the above. The strategy
however, is to not make it based on the emotional experience and
feedback, but to base it on the objective part of it. Your ScoreCard,
which you can see two samples of in the STAR FREE REPORT
outlines several possible categories you want to evaluate when
determining if that candidate is the right one. The importance of the
ScoreCard is to give a numerical value to each category. We recommend a
five point scale in at least five categories.
1. Core Values, do they line up with the
companies?
2. Experience and Qualifications, do they have it?
3.Ability
to communicate, can they clearly carry on a conversation?
4.
Their ability to problem solve and work through situations and
scenarios.
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